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Teaching problem validation workshop

Jan 22, 2018

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Business

  • TEACHING PROBLEMVALIDATION

    TEACHINGENTREPRENEURSHIP.ORG

  • WHAT AREYOURPROBLEMS

  • WHAT AREYOURPROBLEMS TEACHING PROBLEMVALIDATION?

  • PLATFORMTOUR

  • DOAN WINKEL

    John J. Kahl, Sr. Chair of Entrepreneurship

    John Carroll University

    JUSTIN WILCOX

    Founder, Customer Development Labs

    Author, FOCUS Framework

  • CUSTOMERS DONT BUY

    products

    CUSTOMERS BUY SOLUTIONS TO

    problems

    Why Problem Validation?

  • Why Problem Validation?

  • WHAT AREYOURPROBLEMS TEACHING PROBLEMVALIDATION?

  • Problem Validation

    1.Buy-In2.Hypothesizing3.Discovery4.ConfirmationP

    RO

    BL

    EME

    XE

    RC

    ISE

    S

  • Our QuestionE

    XE

    RC

    ISE

    SDo you want them for your class?

  • Problem Validation

    1.Buy-In

    PR

    OB

    LE

    M

  • Getting Buy-In

    INVENTOR ENTREPRENEURVS.

    Build things. Build thingspeople buy.

  • Getting Buy-In

    INVENTOR ENTREPRENEURVS.

  • Getting Buy-In

    INVENTOR ENTREPRENEURVS.

  • CUSTOMERS DONT BUY

    products

    CUSTOMERS BUY SOLUTIONS TO

    problems

    Entrepreneurs Know

  • EX

    ER

    CIS

    E

    Problems. Not Products.

    Origin Cases

  • EX

    ER

    CIS

    ERead Origin Story

    - Design Conference in SF

    - No affordable hotels

    - Rent 3 Airbeds (plus breakfast) $80/night

    - Others wanted to use the site

  • EX

    ER

    CIS

    E

    Problems. Not Products.

    Origin Cases

    Big companies, start small

    ...and solve real problems.

  • Problem Validation

    1.Buy-In

    PR

    OB

    LE

    M1.Buy-In2.Hypothesizing

  • PR

    OB

    LE

    MIdea GenerationProblem Generation

    EX

    ER

    CIS

    EHypothesizing

  • HypothesizingE

    XE

    RC

    ISE

    Problem Generation

  • Problem ValidationP

    RO

    BL

    EM

    1.Buy-In2.Hypothesizing1.Buy-In2.Hypothesizing3.Discovery

  • DiscoveryP

    RO

    BL

    EM

    Interviews1. Who to Ask2. How to Ask3. What to Ask

    1. Who to Ask

  • Who to Interview

    Early Adopters

    People seeking a solution to the problem

  • EX

    ER

    CIS

    E

    Your Early Adopters

    Discovery

  • Design Conference Attendees

    I cant find a hotel room for < $200

  • I cant find a hotel room for < $200

    Searches for hostels

    Asks about room share on forum

    Asks a friend about a place to stay

    Tries couchsurfing

    Stays far away and rents a car

    Looks up rooms on craigslist

    Asks about good hostels on Facebook

    Asks about room share on forum

    Posts on Couchsurfing for a room

    Asks a question on TripAdvisor

    Posts on craigslist about a room share

  • DiscoveryP

    RO

    BL

    EM

    Interviews1. Who to Ask2. How to Ask3. What to Ask

    1. Who to Ask

  • Problem ValidationP

    RO

    BL

    EM

    1.Buy-In2.Hypothesizing3.Discovery

    1.Buy-In2.Hypothesizing3.Discovery4.Confirmation

  • ConfirmationP

    RO

    BL

    EM

    Problem isnt validateduntil customers pay to solve it

  • ConfirmationP

    RO

    BL

    EM

    Currency Test1. Marketing Channel2. MVP3. Success MetricsE

    XE

    RC

    ISE

  • EX

    ER

    CIS

    E

    Currency Test Template

    Confirmation

  • Design conference forums

    Website to rent airbeds out in our apartment during design conference.

    $80/night. Includes breakfast.

    7/1/2017 7/15/2017

    Revenue

    $500

    $200

    Rent whole house

    Raise price

    Pivot to DevelopersEX

    ER

    CIS

    E

  • Problem ValidationP

    RO

    BL

    EM

    1.Buy-In2.Hypothesizing3.Discovery4.ConfirmationE

    XE

    RC

    ISE

    S

  • Our QuestionE

    XE

    RC

    ISE

    S

    Do you want them for your class?

    4 OF 35$99/

    student

  • TEACHING PROBLEMVALIDATION

    TEACHINGENTREPRENEURSHIP.ORG

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